Description

This practical internship will allow you to adopt a winning commercial mindset in order to be able to support your actions, collect relevant information, carry out your projects and understand the techniques for building and managing the relationship with an internal or external client.

Who is this training for ?

For whom ?

Anyone wishing to develop their commercial mindset and/or understand the logic of a commercial approach.

Prerequisites

None.

Training objectives

Develop a commercial posture to better sell your offer or project Overcome your preconceptions about the commercial approach Master the stages of an interview focused on customer needs and expectations Arguing about benefits for your interlocutor/client Animate a structured and dynamic presentation of your offer

Training program

• Adopt commercial behavior
  • Discover, beyond appearances, what the commercial spirit really is.
  • The salesperson's missions.
  • Mapping the different stages of the relationship client/prospect.
  • Learn how to introduce yourself and make contact.
  • The points to follow when presenting your company.
  • Learn how to introduce yourself to a client: the differences compared to the prospect.
  • Propose an interview plan to your client.
  • Observe, know how to listen, question and know how to reformulate.
  • Decode your customer's behavior: posture, gestures, voice, gaze, facial expression.
  • Know your offer and know how to talk about it.
  • Use SEO to discover new prospects.
  • Practical work Filmed exercises: present your company and its offer in one minute.
  • Collective debriefing.
• Overcome your brakes
  • Discover your "limiting beliefs" in your sales approach.
  • Take a step back to exercise discernment and objectivity.
  • Deal with the most serious objections more frequent.
  • Overcome your fears: the steps to follow.
  • Transmit your enthusiasm: love and believe in your product, use constructive language.
  • Observe the behavior of your interlocutor.
  • The "iceberg" effect: the conscious and the subconscious.
  • Practical work Filmed exercises: facing a situation head-on -to-face and transmit a positive emotion.
  • Collective debriefing.
• Discover the potential needs of your interlocutors
  • Master the art of questioning during the interview.
  • The different types of questions.
  • Questioning during the discovery phase.
  • Take the time to reformulate the responses of your interlocutor to verify and reassure.
  • Use the reformulation of centering, echo, synthesis.
  • Learn to focus on your interlocutor: empathy and listening.
  • Be in sync with your interlocutor, use the same language.
  • Understand the different types of needs: functional, rational and psychological needs.
  • Select the customer's motivation levers: SONCAS.
  • Discover areas for improvement in the service or product offered.
  • Practical work Filmed exercises: training in interviews intended to discover needs.
  • Collective debriefing.
• Arouse the interest of your interlocutors
  • Suggest rather than assert.
  • Adopt the right posture to propose the commercial offer.
  • Find a point of interest in the current situation.
  • Distribute information sparingly.
  • Give examples, illustrate your speech.
  • Prepare the next step, develop a transition phase.
  • State your proposal.
  • Practical workrnFilmed exercises: practice in a face-to-face meeting to arouse the interest of an interlocutor.
  • Collective debriefing.
• Develop an argument
  • Build an argument with the SONCAS tool.
  • Rely on identified needs.
  • Develop arguments corresponding to expressed needs: selective argumentation.
  • Know how to highlight the strong points of your offer.
  • Do not deny the weak points and use them.
  • Listen to and accept the customer's objections .
  • Bounce back without aggression.
  • Know how to conclude the interview.
  • Recognize the positive signals emitted by the interlocutor.
  • Work practices Behavioral simulation and training on arguments: develop an argument on a product or an offer then present two SONCAS arguments based on expressed needs.
  • Collective debriefing.
• Addressing an audience
  • Prepare presentation elements and prepare your materials.
  • Learn how to frame a commercial presentation.
  • Exhibit the object, develop the content by expositing, announce a outline, repeat the main points, conclude by summarizing.
  • Make a presentation lively.
  • Stimulate the audience's attention.
  • Understand all types psychological needs.
  • Deal with questions and contradictions.
  • Make the questioning phase effective and constructive.
  • Practical work Make a presentation in front of an audience and manage their reactions.
  • Collective debriefing.